Stan Billue's Blog

August 13, 2015

Do You Make This Cold Calling Mistake?

Filed under: Uncategorized — Tags: , , , — Stan Billue @ 5:09 pm

A recent study I saw showed that a group of Realtors called something like 6,500 prospects.

The Realtors either asked for an appointment or a referral.

The end result was:

  • 19 appointments set
  • 11 referrals

These figures indicate a very low percentage of conversion.

Why so low?

In my opinion, it’s because the cold call was asking for too much too soon. Think about it: When you cold call, the people you’re calling do not know you. They are not expecting your call. They may or may not be interested in what you are selling.

Asking for an appointment or a referral is simply too big of a request.

Better: Offer valuable free info to establish a relationship first. Then follow up to move the relationship to the next level. But be careful. Because far too often people will accept a free report (or some other free info) just to get you off the phone.

So qualify.

Find out when they’ll be in the market for the product or service your free brochure or report discusses. See if the person is even considering making a purchase at some point. Otherwise, you’ll be sending out info to people who are not interested and don’t need what you offer.

Is your cold calling and inbound phone process up to snuff?

Find out how to improve it by going here…

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